Services Development Manager, Client

The Services Development Manager sits within PPM and aligns with the S&S Practice on the go-to market on services strategy from a partnership lens. The role translates partner strategy, roadmaps, programs, and funding into CDW-delivered services that attach to partner solutions across the assigned practice, then works with the S&S Practice on how those services are defined, packaged, positioned, and differentiated. It owns the services attach strategy, secures and directs partner co-investment toward services, and equips sellers and presales with the plays, scoping guidance, and enablement required to position practice services at scale. As an individual contributor, this role is the connective tissue between the partner ecosystem, PPM Brand and Category teams, the S&S Practice, Sales, and Presales, and is accountable for services attach, pipeline, and bookings outcomes within the practice.

What You'll Do

Partner Strategy and Services Alignment

• Serve as PPM's services front door to the partner ecosystem, translating partner roadmaps, programs, and incentives into CDW-delivered services that attach to partner solutions.

• Align partners to a CDW-led services model, clarifying where CDW-delivered services complement rather than compete with partner offerings, and lead partner-facing enablement so partners can articulate CDW capability and route qualified opportunities into CDW delivery.

• Secure partner co-investment directed at services — enablement funding, certification, capability build, and joint services plays — working through the PPM Brand and Category owner for each partner.

• Drive practice participation in partner-funded services programs including Services Acceleration and partner investment motions.

• Build services attach into category and partner plans, bids, and distribution motions so partner product deals become product-plus-services deals.

Services Portfolio and Practice Alignment

• Bring partner, market, and field demand evidence into the Practice services roadmap, informing the build, partner, or retire decisions the Practice owns.

• Partner with the S&S Practice on services portfolio strategy — definition, packaging, tiering, positioning, and differentiation against both partner and competitor alternatives.

• Define service tiers and packaging from assessment through implementation to managed, including attach and pricing guidance developed with the Practice and aligned to partner program economics.

• Work with Practice delivery leaders to identify the skills, tooling, and process constraints blocking scale, and prioritize the capability investments — partner-funded where possible — that remove them.

Field Enablement, Demand, and Services Attach

• Translate practice services into seller-ready motions to attach to partner solutions: playbooks, positioning, discovery questions, scoping guides, and competitive differentiation.

• Establish what-to-sell-when guidance tied to partner and practice triggers such as refresh cycles, end-of-life and end-of-support events, platform migrations, and licensing or consumption model changes.

• Set early-stage engagement standards with Presales so services enter the deal cycle alongside the partner solution rather than as a late attach, and drive repeatable attach mechanics including auto-attach motions, fixed-scope offers, and bucket-of-hours constructs.

• Lead pipeline inspection and opportunity shaping routines with Sales and Presales, and improve intake-to-opportunity workflow so services opportunities sourced by delivery and partner teams are captured and routed consistently.

• Develop joint campaigns with Marketing, the Practice, and partners — funded through partner marketing where available — to drive targeted, profitable services growth.

Investment, Governance, and Influence

• Provide partner insights and advantages to influence executive decisions on services investment, capability priorities, and go-to-market direction for the practice.

• Shape services investment priorities, recommending where partner and CDW funding produces the strongest services return, and build the supporting business case including expected return, time to impact, and reassessment points.

• Report services attach, pipeline, bookings, and partner services commitments, and represent that view in category, practice, and partner business reviews with CDW and partner leadership.

• Drive contractual and operational readiness for repeatable, scalable delivery — SOW templates, bilateral subcontracting agreements, and addenda coordinated with the Practice and Legal — and maintain a single source of truth for services offer definitions and field guidance.

• Serve as the recognized subject matter expert within PPM for practice services strategy, mentoring peers, brand teams, and field stakeholders without direct authority.

Scope Boundaries

This role aligns strategy, drives execution and scale, and delivers measurable value. It does not hold decision rights over the following:

• Capability roadmap, service design, delivery model, staffing, quality, and margin remain with the S&S Practice.

• Partner priority, tier, investment level, and commercial terms remain with PPM Brand and Category.

• Technical architecture, opportunity scoping, and qualification remain with Presales.

• Account ownership, pipeline, forecast, and the customer relationship remain with Sales.

Key Performance Indicators

• Services attach rate on partner product and category revenue within the practice

• CDW-delivered services bookings and revenue within the practice

• Services pipeline sourced and influenced, including partner-sourced opportunities

• Partner services co-investment secured and active joint services plays

• Adoption of enablement assets and repeatable attach motions

• Repeatable-delivery artifacts live and time-to-contract

What We Expect of You

• Bachelor's degree and 10 years of sales, marketing, or project management experience, OR

• 14 years' experience in sales, marketing, or project management, OR

• 4 years of CDW PPM experience and 10 years' experience in sales, marketing, or project management

• Demonstrated experience with professional or managed services strategy, offering development, or services go-to-market

• Working knowledge of partner programs, funding constructs, and co-sell motions across a technology partner ecosystem

• Working knowledge of the technologies within the assigned practice and the services motions that surround them

• History of building and maintaining strategic partner relationships, especially with major technology brands and alliance partners

• Proven ability to influence and engage executive leadership, including director- and VP-level stakeholders, effectively and strategically

• Demonstrated ability to lead cross-functional virtual teams and mentor peers and field stakeholders without direct authority

• Excellent verbal and written communication skills with the ability to interact effectively with all stakeholders

• Ability to multitask and drive projects from inception to completion, and proficiency in Microsoft Office, Salesforce, and relevant business applications

• Expert financial and business acumen, exceptional strategic agility, and strong analytical and presentation skills

Up to 20% travel may be required based on assigned scope.

Pay range: $ 125,000 - $ 172,000 depending on experience and skill set
Annual bonus target of 10% subject to terms and conditions of plan
Benefits overview:
Salary ranges may be subject to geographic differentials

CDW is committed to being an AI-fluent organization

We’re looking for people who bring curiosity, a learner’s mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances—not replaces—human creativity and decision-making. You don’t need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.

Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that’s curious, adaptive, and ready to explore what’s possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.

About Us

CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what’s possible through technology. What makes CDW different isn’t just what we do—it’s how we do it. At CDW we act as one—building trust, speaking candidly, and working together to achieve more. We play to win—focusing on what matters most and delivering for our customers. And we think forward—staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That’s why we think of ourselves as coworkers, not just employees—working together to solve complex challenges and deliver real impact for our customers and communities.

As a full‑stack, full‑lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what’s next.

Together, we deliver the full promise of what technology can do. Together, we Make Amazing Happen.

CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.